Doing Business in Mexico

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The majority of Mexican businesses are family-run concerns. Similar to the structure of the family, each business has an inherent hierarchy. To build a successful relationship you need to be very aware of who is at the head of this hierarchy and ensure you are talking to the person who can ultimately make the decisions. This is most often the father figure of the group, the oldest male.

However, the future lies with the young and generations of Mexicans are returning from studying abroad and are taking over positions within the family businesses. Mexican businesses are becoming increasingly global with the new international attitude injected from the young. They are more open to international business practices and eager to strike transnational deals.

Although it is likely the young and well educated will speak English it is essential to attempt to learn some Spanish. The Mexican language is very emotive and is spoken with feeling. If a Mexican cannot understand your words he will find it difficult to make the emotional connection he requires before trust can develop. As older Mexicans are the decision-makers they will be very impressed that you have taken your time to try and establish that connection.

The key to Mexican business is networking. It is crucial to be introduced to these networks to gain access to the Mexican business world and initiate business proceedings. Traditionally hard work does not guarantee success in Mexico. However, a strong family connection will and there are approximately 300 ruling families in Mexico who have close links with business and the government. The decisions made by this elite can seriously effect regional and commercial development. Therefore it is important to study the background of the businesses you wish to target to understand the relationships to other companies and forge your way through the network hierarchy.

As you work your way up through the business hierarchy you should be aware that as a sign of respect you should attempt to conduct meetings at an equal level of seniority. For example, a company president would always prefer to do business with another company president and it is best to present the highest employee available to complete the deal.

Respect for life

Leisure is an essential aspect of Mexican life. Business is a serious matter but not as serious as fun. So a Mexican is more interested in you than your business. When invited out to dinner or to a Mexican's home no business will be discussed. Time outside of business is a time for living and you should take the opportunity to join in and build on the friendship.

Mexicans do not follow many regulations and procedures; life is ruled by heart and soul. This can make it difficult for an exporter to conduct business in the typically British straightforward manner. A Mexican 'yes' is more likely to mean that it can be done than it will be done. Conversely the British can appear arrogant, insincere and stubborn with no time for anything other than work.

So take time to understand this relaxed and friendly attitude, as a Mexican deal is never done. Always hold on to your new found friends and keep in regular contact. Do not lose your place in their hearts when you have devoted so much time and energy to get there.